Confidential Aftermarket Quality Moving from good to bad

Confidential „Aftermarket Quality: Moving from good to bad – why? ” Moscow May 2014 Volker Kappius, COO DELACAMP AG

Agenda • A quick look at the current state of the industry • What are the alternative directions? • Where should you be heading? • Summary Confidential 3/18/2018 DELACAMP your global Partner 2

Where are we at? • The imaging industry market has matured. More genuine players and newly built compatible/clone manufactures have entered the market as entry barriers are relatively low if IP and high quality is not taken into account - which most newly build compatible clone manufactures do not. • The financial crisis has triggered economic crises in most relevant markets around the globe. • Advances in mobile and cloud technologies have led to more paperless exchange of information. • The gradual evolution in MPS is leading to more efficient output management – which simply means less printed paper. Ø The demand is not outgrowing the growth on the supply side any longer! This is true for the AM as well as for the OEM. Confidential 3/18/2018 DELACAMP your global Partner 3

Turn to Clones for trouble • Newly built compatibles/clones seem like an easy way to make money. - No waiting time for empties availability. - Low cost. - No own R&D and manufacturing skills necessary. - Marketing and sales is basically down to price only. Ø But the reality is a different one. Confidential 3/18/2018 DELACAMP your global Partner 4

Due to empties as well as quality toner and components availability the genuine AM has a timing disadvantage Market share battle OEM vs. clones vs. genuine AM Market share battle OEM vs. clones AM Monopoly clones Monopoly OEM Confidential Genuine Aftermarket (AM) cartridge introduction Note: AM price level is often set Clone cartridge introduction at this stage ! Unfortunately, using OEM cartridge introduction a cost up rather than an OEM price down approach. . . 3/18/2018 DELACAMP your global Partner t 5

Turn to clones for trouble • Newly built compatibles/clones are the main target for the OEM in quality comparisons and legal battles over IP. This negatively influences the reputation of the remanufacturing aftermarket as a whole. • Competition between remanufactured and compatibles on price only. – Due to quality deficiencies of clones the sales approach is being focused on price only by the clone manufactures And the genuine AM let this happen! Legal battles and import bans are causing market drop outs of the lesser bad quality clone manufactures that exported to the US and the EU. This causes the influx of even worse quality clone cartridges in still “open” markets at even lower prices. • Low prices only lead to even lower prices. - This price spiral will lead to being unprofitable and to be stuck with overpriced stock. - Constantly having to lower prices is generating a lot of pressure on the manufacturers to save cost and to consequently lower quality. Formerly reputable AM suppliers have turned to low price/lower quality Chinese products already We have NOT! - Newly built compatible/clones are usually made in countries that have a temporarily “competitive” advantage such as favorable exchange rates, subsidies, lower labour cost, lower import duties etc. • There are no green credentials for newly built compatibles/clones. Confidential 3/18/2018 DELACAMP your global Partner 6

The fight Clones vs. genuine AM is in favour of the OEMs OEM nnon IP ca Stage 2 Genuine AM Clones Stage 1 In an macro market environment which is evolving towards less printing, the OEM needs every cartridge sale it can make. Since the clones are much easier to attack than the genuine AM the OEM can let the clones fight for them against the genuine AM and then go after the clones later. Confidential 3/18/2018 DELACAMP your global Partner 7

Turn to genuine quality remanufacturing for survival • Price shoppers are in reality only a small portion of the usual cartridge user. – Most cartridge users buy the most expensive cartridge – the OEM - because they want reliable quality. • The more control you have over the supply chain, the better you can control the quality of your products. – Quality products will lead to customer satisfaction and to repeated sales. Confidential 3/18/2018 DELACAMP your global Partner 8

High quality components and toner deliver consistent quality This should be the target segment for our industry. Highest quality by definition Highest aftermarket quality 1 st step towards quality Low quality which harms the reputation of our whole industry Quality and in a lot of countries legal issues Confidential 3/18/2018 OEM Remanufactured with high quality components and toner Refills with high quality components and toner With Remanufactured and Refill cartridges, you control the input of high quality components and toner. In compatibles you have to trust your supplier to tell you always the truth and to deliver constant quality. Remanufactured with low quality components and toner Refills with low quality toner Newly built compatible/clones and fakes DELACAMP your global Partner 9

Intelligent control over the supply chain helps to deliver consistent quality FULL CONTROL Suppliers* Procurement Suppliers? ? ? * Production Sales and Services Customers Procurement R&D Sales and Services Customers * For maximum control only buy from reputable suppliers with a track record of supplying consistent quality products! Confidential 3/18/2018 DELACAMP your global Partner LITTLE CONTROL 10

Let us have a look at mono laser cartridge customers … OEM Split: – A lot of OEM cart users do not know the AM or the quality level of the genuine AM. – Benchmarkets show that the potential for the AM could be > 15% for colour and ~ 30% for monochrome. – There will always be a big chunk of the market that the AM cannot serve this is normal for an AM business model. Confidential * Estimated by Photizo Group 18/03/2018 DELACAMP your global Partner 11

Summary • Do not support newly built compatibles/clones as they are the path to doom for our industry make/use genuine reman cartridge. • The more control you have over the supply chain, the better you can control the quality of your products make your own cartridge and buy products only from reputable suppliers. • Quality products will lead to customer satisfaction and to repeated sales build quality products. • Use awareness and quality campaigns in order to grow your market share. Confidential 3/18/2018 DELACAMP your global Partner 12

Confidential Any Questions? P. S. Please visit the booth to learn all about the new MFP from 18/03/2018 DELACAMP your global Partner 13

Thank you 18/03/2018 Confidential DELACAMP your global Partner 14